Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, we learned that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. We found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer’s specific needs and objectives. Rather than acquiescing to the customer’s every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
The Challenger Sale book hits the shelves and offers sales leaders a new playbook for delivering distinctive purchase experiences that drive higher levels of customer loyalty and greater growth.
We take our search for truth to the world of customer service and turn conventional wisdom on its head with The Effortless Experience, a fascinating journey on what really makes customers loyal – and disloyal.
The Challenger Customer delivers a reality check: simply being a Challenger seller isn’t enough; your success or failure also depends on who you challenge. The book introduces insights on identifying and engaging customer stakeholders.
The Challenger sales and customer service books are globally recognized for their significant contribution to the world of sales, marketing, and customer service leadership thinking, and continue to receive high praise and accolades.